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There’s a recent wave in sales development and it’s called revenue intelligence. Companies in this space provide technology that analyzes conversations between reps and prospects. The idea behind this is to uncover coaching opportunities, identify the likelihood of a deal closing and discover insights into what your best reps do that leads to the results they achieve.

Here’s a scenario.

At Sales Science we’ve set over 3000 meetings over the phone in the past 12 months. Not MQLs that we’ve spoken to over the phone to book a meeting - but actual cold calls. Build a list, write a script and call the prospects.

In the first article in this series we looked at the best way to open cold calls. You can catch that here if you haven't seen it.

We’re onto the third stage of the world’s best cold calling framework.

Do you have a market map? A what??

Tonality may be the most important factor in cold calling success. Tonality is related to how you sound when you speak as opposed to what you actually say. There are three kinds of tonality, Rapport Seeking, Neutral and Rapport Breaking tonality. USing the wrong one can seriously hamper your ability to sell effectively.

There is a very simple equation that distills how any outbound sales function is performing currently, and where the room for improvement exists. That equation is...

90% of sales people don’t know what to say when they get asked this simple question…